The Messaging And Communications Pyramid

Roadmap To Your Vision

FOR EARLY-STAGE COMPANIES

Before you start selling,
before you talk to a single capital source seriously,
before you will raise any money
you NEED ALL of the above things (at least in iteration #1 or #2).

This is not as hard as it sounds if you have help from others with the right expertise. In fact, it can be done in a week or two in most case if you have already done you market research.

Therefore, you need some time and energy from all 5 key skill sets of business development and launch. This can be an expert in each area with management experience or a CEO level person with high-level experience in managing all these disciplines. Each piece must go through several iterations and be backed up with solid market research that includes conversations with...

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Developing A Market Entry Strategy

Using Competitive Landscape Maps as a Positioning Tool

Developing a Competitive Landscape Map ("CLM") is a very important early step in developing your market entry strategy and getting other people to understand it. There may be several of these maps (see samples below) charting different market variables that are significant to customers in that market. There should almost always be one that uses quality and price as the X and Y-axis. Additional maps will look at other key dimensions, significant in that space to customers, or dimensions may be major product differences. Sufficient competitive intelligence should be done on each potential competitor to understand its size/resources, current market position, sales strategy, target markets, and other factors specific to the industry. On initial market entry, it is always best to position yourself where no one else already is on this map. When you do this you are not selling head-to-head on day one while you are weakest. This would...

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Optimizing Your Sales and Marketing Process

How to Increase Sales Without Spending More

Ask marketing people what a company should do to increase sales, and most of them will probably say that you've got to spend more money on advertising. Or they'll come up with equally expensive, complicated strategies that they think will capture new prospects. However, the reality is that very few companies obtain really good conversion results from prospect names they have already generated.  Most of those leads go to waste. The conclusion is inescapable: the route to dramatically improved sales is properly optimizing your marketing and sales process.

What usually happens within a company is that the marketing folks generate the leads and then a bunch of names is somehow handed over to sales. This process is problematic because it implies some sort of magical transition from marketing on the one hand to sales on the other. There must be a combination of sales and marketing directed at everyone in your prospect funnel. On a...

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A Powerful Yet Simple Framework for Employee Development Part-3

Expectations of Managers

It is the goal of all quality organizations to provide its employees with a superior opportunity to grow, both individually and as professionals. Nothing has a greater impact than hiring the right people and having them develop simultaneously with the company’s own growth. It has been frequently shown that appreciation and growth can be stronger motivators for an employee than money and can result in reduced turnover, improved customer service and ultimately generates superior profits for the company. With this in mind, it is best to lay out clear expectations for performance so that employees can achieve both personal and professional growth. Employees should understand that their employer is committed to making every effort to educate them so that they can expand their horizons and take on new responsibilities over time.

A system like this provides some transparency to the “mysterious” process of promotion and professional growth...

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A Powerful Yet Simple Framework for Employee Development - Part-2

Expectations of Executives

It is the goal of all qualified organizations to provide their employees with a superior opportunity to grow, both individually and as professionals. Nothing has a greater impact than hiring the right people and having them develop simultaneously with the company’s own growth. It has been frequently shown that appreciation and growth can be stronger motivators for an employee than money and can result in reduced turnover, improved customer service, and ultimately generates superior profits for the company. With this in mind, it is best to layout clear expectations for performance so that employees can achieve both personal and professional growth. Employees should understand that their employer is committed to making every effort to educate them so that they can expand their horizons and take on new responsibilities over time.

A system like this provides some transparency to the “mysterious” process of promotion and professional growth...

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A Powerful Yet Simple Framework for Employee Development Part-1

 Expectations of Individual Contributors

It is the goal of all qualified organizations to provide their employees with a superior opportunity to grow, both individually and as professionals. Nothing has a greater impact than hiring the right people and having them develop simultaneously with the company’s own growth. It has been frequently shown that appreciation and growth can be stronger motivators for an employee than money and can result in reduced turnover, improved customer service, and ultimately generates superior profits for the company. With this in mind, it is best to layout clear expectations for performance so that employees can achieve both personal and professional growth. Employees should understand that their employer is committed to making every effort to educate them so that they can expand their horizons and take on new responsibilities over time.

A system like this provides some transparency to the “mysterious” process of promotion and...

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Is Customer Service Dead Or Just Dying?

8 Ways to Prevent Customer Service Dying At Your Company

I can't be the only CEO in the world who would look for daily, weekly, and/or monthly "flash reports" showing exactly what was happening to our customers that we thrust off on another vendor before they could begin paying us for our services?! Is it even possible that there are significant businesses out there who are not watching critical measures of their own success and delivery? I guess no matter how unbelievable it is, it must be happening every day. Is it happening in your business without your knowledge?

Sure these things can happen occasionally, and at good companies, the customer gets an apology, a free month, and/or a bowl of fruit for their trouble. However, the very fact that these things are happening on most transactions with companies tells me management is losing touch with some basic principles.

I challenge any manager to make sure they use their own service anonymously on a regular basis (secret shopper) to...

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Is Customer Service Dead Or Just Dying? 8 ways to prevent it

8 Ways to Prevent Customer Service Dying At Your Company

I can't be the only CEO in the world who would look for daily, weekly, and/or monthly "flash reports" showing exactly what was happening to our customers that we thrust off on another vendor before they could begin paying us for our services?! Is it even possible that there are significant businesses out there who are not watching critical measures of their own success and delivery? I guess no matter how unbelievable it is, it must be happening every day. Is it happening in your business without your knowledge?

Sure these things can happen occasionally, and at good companies, the customer gets an apology, a free month, and/or a bowl of fruit for their trouble. However, the very fact that these things are happening on most transactions with companies tells me management is losing touch with some basic principles.

I challenge any manager to make sure they use their own service anonymously on a regular basis (secret shopper) to...

Continue Reading...

Modes of Management Adjusting Your Management Style to Your Company's Stage

From the moment a new company is founded to its appearance on the Fortune 500 list, executives must be able to transform the way they manage a company — shifting gears, often dramatically to a different management style — to ensure the company’s optimum development. I am not referring to individual executive style here. What I am talking about is the total adjustment and evolution of the context in which major management decisions are made. I call this the “Mode of Management”, which is very dependent on the company’s current developmental stage.

Would you make the same product development decisions in an identical way with one hundred dollars in the bank and no customers as you would with $50 million in the bank and 1,000 customers? Of course not! So why do many managers often run an organization in the same way despite the many gradual and often sudden changes that happen between these two extremes? It is human nature to continue to do what we...

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Simple, Yet Powerful Management Methods

How to Manage Employees At Varied Levels of Experience 

There are far too many texts and systems on management, and I do not want to create another.  However, there is a simple and effective system I use that leverages many of these wonderful systems that can be anywhere from fantastic to disastrous in a particular situation.  In every case, some thought must be given as to which technique is appropriate for each special circumstance and individual. 

A simple, yet very effective, model for people management uses the following combination of well known management styles by selecting the appropriate method for each individual.  This is an easy model to understand and implement, and adjusts the management style to each individual's specific abilities and limitations.  In general, you are going to work very closely (micromanage) with anyone when they are first hired to help determine where they are on this scale and then move down the scale until you reach...

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